Articles tagged with: pursuit
This article was originally published October 5, 2011 in WashingtonTechnology.com.
By Bob Lohfeld
I received a call from a mid-sized large business that had submitted a proposal for IT services and had just learned their proposal did not make competitive range. They were irate and wanted to protest, alleging that the government had not fairly evaluated their proposal.
They had hired a proposal consultant, spent lots of money developing their proposal, and were assured their proposal was professionally done. Before filing the protest, the company…
This month, capture and proposal development expert and columnist for Washington Technology magazine, Bob Lohfeld, offers tips for positioning your company effectively by asking the right questions.
Ever wonder why some companies appear to be the odds-on favorite to win a contract?
Positioning is one of the fundamental steps in capture management. A well-orchestrated, pre-RFP ritual goes on long before a procurement is released for bid. Throughout the positioning ritual, companies aim to be viewed by the customer as one of the small group of top contenders for award.
A positioning score…
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This article was originally published January 27, 2010 on WashingtonTechnology.com.
Let it be resolved that 2010 will be the year in which we raise our new business win rate, write better proposals that cost us less to create, and leave the practice of working to exhaustion on late-night proposals as our final fond memory from the year now past.
This New Year’s resolution will probably be made by executives at half the companies that work in the highly competitive government technology market. Yet few companies will change how they pursue new business, prepare for proposals, or handle the demanding…